Upcoming Events Archived Events Before and After: July 18 - June 20 - May 29

SME Morning Workshop & Luncheon

Location: Metropolitan Ballroom, Hwy 394 & 100 - 5418 Wayzata Blvd. Minneapolis 
Directions

9:00 - 10:00 AM	Morning Workshop Registration and Networking
10:00 - 11:30 AM	Morning Workshop
11:30 - 12:00 PM	Luncheon Registration
12:00 - 1:30 PM	Luncheon Presentation

Morning Workshop
Protection for Prosperity: Creating, building, protecting and leveraging a brand
Aaron Keller, Managing Principal, Capsule
Carolyn Sandberg, Attorney, Lindquist and Vennum
Bruce Little, Attorney, Lindquist and Vennum

How can brands protect your margins, increase sales, and add to profitability? How can you protect your brand assets, reduce risk, and enhance potential reward? Join us for a unique perspective on the marketing and legal aspects of protecting your company brand and building brand equity.

Aaron Keller Managing Principal, Capsule Aaron Keller has twelve years experience consulting in the areas of marketing, branding, and retail strategy. He is an adjunct professor for the University of St. Thomas and attended the Carlson School of Management and the Manchester School of Business in Manchester England for his MBA. His firm was responsible for creating the new Byerly's identity, the Schroeder Milk package, and naming a company Mosquito.
Bruce H. Little Lindquist & Vennum P.L.L.P. The chairman of Lindquist and Vennum's Intellectual Property Practice Group, Mr. Little has twenty years of domestic and international experience in licensing, employment, and advertising matters involving every kind of intellectual property. He is an able licensing and intellectual property acquisitions counselor, and he also has successfully tried and arbitrated patent, trademark, copyright, and trade secret cases.
Carolyn M. Sandberg Lindquist & Vennum P.L.L.P. Ms. Sandberg's experience includes more than twenty years as in-house counsel, including responsibility for managing the domestic and international trademark portfolio and corporate copyright issues for Honeywell Inc. She provides advice and counseling on branding strategies, trademark clearance and prosecution, and copyright law.

Business Value Selling will articulate a value generation process that focuses on understanding the customers' business needs and developing Value Based Offers. The focus is on bundling your product and service solution sets and leveraging your organization's core competencies into the deal. This approach forces sales professionals to “think out of the box” and build Value Based Offers that impact their customers' business well beyond the product/service itself. Through using this value-based approach, you will protect margins, create competitive immunity, enhance the overall business to business relationship with key customers and master the “Internal Sell.”

The luncheon presentation will highlight the following key issues:

• Identifying customers' key business initiatives and structure Value Propositions/Offers that directly impact those initiatives
• Learn how to creatively structure deals that drive value well beyond the product/service itself.
• Develop value propositions/offers that leverage your products/services/solutions and core competencies across your organization.
• Apply a “Best Practice” approach to determining the components of your offer based upon total customer impact and overall deal feasibility.
• Develop a cross-functional resource alignment strategy to connect subject matter experts across company boundaries to engage the customer with your organization.
• Develop a compelling value proposition for your customer that is quantified in customer terms and leverages appropriate product/service solutions. · Effectively construct and articulate a value proposition, to decision makers that reflects the total business impact and value delivery capability your organization offers.

Phil Styrlund is an award-winning, seasoned, global executive and a respected thought leader. Within the business world over the past 24 years Phil has created some of the top performing sales teams within the telecommunication industry, and serves as an advisor to some of the top executives around the globe. Phil’s education includes a B.S. in Business Administration, Finance and Economics, study in Rome, London, Brussels and Paris, an M.S. in Telecommunications Science and a M.A. in Business Administration. His functional expertise includes Network Planning, Engineering, Finance, Systems Design, Strategy, Market Planning, Market Management, Marketing and Sales. At ADC Broadband, Phil served as Vice President of Global Channels in addition to designing and leading the transformation of the entire sales and marketing organization.

GET THE MEMBER-RATE REBATE AND SAVE UP TO $50!

Not a member yet? Register at the non-member rate and join SME less than 30 days after the event, and we'll apply the difference between the non-member rate and the member rate to the cost of your membership. Just send us a copy of your membership application along with your receipt for "non-member" registration. You'll get up to $50 off the cost of membership.